by Eliot Burdett | Published on - February 17, 2013
Nothing in life is as much fun as having fun and that is why its always great to try and turn work into a game. Sales competitions are powerful motivators because they bring out the competitive spirit in sales people and encourage sales team members to have fun while they are working hard. Put some fun
by Eliot Burdett | Published on - May 24, 2012
Changes in the economy have resulted in many businesses reviewing compensation expenses. The sales commission budget – traditionally the largest cost- is often under scrutiny. Can that expense be lowered with a new incentive calculation process? Data shows that 75% of organizations with 1,000-2,500 employees currently determine commissions using spreadsheets. This approach can lead to
by Eliot Burdett | Published on - May 9, 2012
We get a lot of questions about whether sales compensation is sagging in light of the economy. The simple answer is no, sales compensation is not dropping…for the reliable performers. The detail behind the answer involves looking at supply and demand. The model of supply and demand is the backbone of price determination in a
by Eliot Burdett | Published on - July 16, 2011
Small business owners are often tempted to offer stock to key managers and employees as an incentive for them to stay and grow with the company. When an employee asks for stock as part of his or her compensation, business owners often see this as a vote of confidence from staff and a way to
by Eliot Burdett | Published on - June 2, 2011
From time to time you will be in a salary negotiation with a sales candidate when they pull out a salary survey as evidence they are worth the compensation they are asking for. So how much weight do you place on salary surveys? The answer depends on a few factors: Was the survey conducted in